26th August 2015
LinkedIn for Business:
Your Sales Strategy for the Digital Age
Agenda for today
The Digital Transformation –
Connecting to Opportunities
by Stewart Lee
Buying and Selling in the Digital Age
by Marco Jorge & Jason Li
Social Selling Index defined
by Nicolas Levitte
Stewart Lee
Head of Mid Market Sales S/E Asia
LinkedIn Sales Solutions
The Digital Transformation
5
Charles Darwin
It’s not the strongest of the species that
survives, nor the most intelligent, but
the one most responsive to change.
* Airbnb
* Uber
* Alibaba
15
380,000,000 Members
16
347,000,000 Members
116M+ EMEA
73M+ APAC
50M+ LATAM
10M+ China
30M+ India
7M+ Austrailia
Regional
membership
15M+ Southeast Asia
Connect the world’s professionals
to make them more productive
and successful
Mission
For members
NETWORK
with your professional world
IDENTITY
your professional
profile of record
KNOWLEDGE
through professional news
and content
Publishing
Global news and thought
leadership from 300M+ members
Knowledge
Slideshare
The world’s largest repository
of professional knowledge
Knowledge
Pulse
Digest of professional news
you need to know
Knowledge
Knowledge through
conversation
Groups
Knowledge
Acquire the skills you
need to succeed
Lynda.com
Knowledge
Coming soon…
For customers
@WORK SELL MARKET HIRE
25
Seth Godin – Founder of Squidoo.com
Selling to people who actually want to
hear from you is more effective than
interrupting strangers that don’t.
©2015 LinkedIn Corporation. All Rights Reserved.
Marco Jorge
SMB Account Executive APAC
LinkedIn Sales Solutions
Buying and Selling in the Digital Age
Jason Li
Enterprise Sales Manager APAC
LinkedIn Sales Solutions
28
The buying process has changed
29
75% of B2B Buyers use social media to
make purchasing decisions
30
5 Stakeholders in any B2B Decision
Making Process
31
95% Of decision-makers do not respond to
cold outreach
32
5x More likely to engage with sales
professionals via warm introduction
than cold outreach
33
Story
34
Build trust
35
Build trust
36
Build trust
37
Build Trust
38
Our Vision
Elevate the sales professional
©2015 LinkedIn Corporation. All Rights Reserved.
Nicolas Levitte
Head of Enterprise Sales APAC
LinkedIn Sales Solutions
Social Selling Index defined
Social selling defined
41
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
42
Professional brand
43
Find the right people
44
Lead with insights
45
Build strong relationships
Social Selling Index
46
Laggards
0 100
Leaders
26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global
10.1
5.2
2.1
8.6
SSI measures your performance across the four pillars
of social selling
Social Selling Index measures
adoption of LinkedIn social selling
practices on a 0-100 scale
Performance on four key
dimensions, each worth 25 points
Source: LinkedIn Data as of 31st July 2015
26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global
10.1
5.2
2.1
8.6
Hong Kong
8.0
6.5
1.9
7.7
24.2
How are all sales professionals in Hong Kong doing?
Source: LinkedIn Data as of 31st July 2015
26.0
Find the right people
Build strong relationships
Create a professional brand
Engage with insights
Social Selling Index
Global
10.1
5.2
2.1
8.6
How are we doing in the room?
Today’s
Room
14.3
13.7
6.6
16.3
51.0
Hong Kong
8.0
6.5
1.9
7.7
24.2
Source: LinkedIn Data as of 31st July 2015
50
Curious about your SSI?
https://www.linkedin.com/sales/ssi
50
51
Why does that matter?
More likely to
reach quota
51%
Exceed quota
More likely
to go to club
3x
Go to club
Average decrease in
promotion to VP
17 months
Get promoted faster
©2015 LinkedIn Corporation. All Rights Reserved.
Q & A